The IT channel services market is in flux, with new entrants and business models shaking up the status quo.
But what do resellers and MSPs need to know about the rapidly evolving channel services landscape?
IT Channel Oxygen has turned to the Chief Sales Officer of one of the sector’s most disruptive players to answer that question.
Pete Murphy joined Nebula Global Services shortly after it was founded during lockdown by serial entrepreneur Ross Teague. It takes an outcome-based approach to services.
“I wanted to get back into that start-up mentality that I really enjoyed,” he says.
In this exclusive four-part Oxygen Gauge video series, IT Channel Oxygen and Murphy attempt to ‘complete’ the channel services space by discussing everything about its past, present and future in the space of just a few minutes.
Along the way, Murphy reveals:
- The 3 non-negotiables partners now require from channel services providers
- How Nebula is helping partners “think laterally” on RfPs with its “as-an-outcome” approach
- Why Nebula has opted “to not always be led by the traditional vendors everyone knows”
- How partners can tap into services growth hotspots in areas such as return-to-office
- Murphy’s one piece of advice for partners looking to grow predictable annuity revenue streams
At around four minutes long, these bite-sized videos are designed to be as pithy as they are thought-provoking.
You can watch Part 1, which focuses on ‘the new era for IT channel services’, above.
In this first instalment, Murphy introduces himself and Nebula’s USPs, which include its global footprint (its technical resources span 160 countries), sustainability credentials and outcome-led approach. He also reveals the 3 ‘non-negotiables’ partners expect from channel services providers in today’s market.
“Clients are looking for an outcome”
Later in the series, Murphy expands on the latter point and why Nebula has coined the phrase ‘as-an-outcome’.
“Clients are looking for an outcome, whether it’s increased efficiency, cost reduction or enhanced security,” he explains.
“We’re benefitting the channel because we’re allowing them to be a little bit different in their [RfP] responses.”
“Yes, we will help them answer the exam question. But we also help them look at things a bit more laterally.
“Often that helps them win the business, because they’ve put the client’s goals and outcomes at the forefront and created a solution back from that, rather than it being technology or vendor led.
“That’s where we’re a little bit different.”
Parts 2, 3 and 4 (focusing on emerging markets for IT channel services, IT channel services trends and market forecast for IT channel services, respectively), can now be viewed on YouTube below.
This article was produced in association with Nebula Global Services and is classified as partner content. What is partner content? See more here.
